Converting relationship value into performance: the effect of commitment and trust

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Abstract

Relationship outcomes, particularly their value and performance, are of interest to both academics and practitioners. This paper therefore reports on a study that attempts to elucidate the effect of two important constructs, namely commitment and trust, on a set of future financial performance outcomes of the more intangible aspects of relationship value. It is theoretically grounded in a resource-based view of the relationship and in the IMP literature. It supports the hypothesis that commitment is a mediator of the path from value to future financial performance, and suggests that trust has a more complex effect on the path than simple mediation.

Date

December 3, 2007

Source

Proceedings of the Australian and New Zealand Marketing Academy Conference: 3 Rs: Reputation, Responsibility, Relevance (ANZMAC'07), Dunedin, New Zealand

Item Type

Conference Contribution

Publisher

University of Otago

Publisher's Version

Rights Statement

NOTICE: this is the author’s version of a work that was accepted for publication. Changes resulting from the publishing process, such as peer review, editing, corrections, structural formatting, and other quality control mechanisms may not be reflected in this document. Changes may have been made to this work since it was submitted for publication. A definitive version was subsequently published in (see Citation). The original publication is available at (see Publisher's Version)